# Price Software on Customer Profiles

Source: https://ivankamenken.com/usage-pricing-customer-profiles · Last updated 29 October 2026

You keep reopening the same pricing decision while your cloud bill climbs with every customer profile you store. Ivanka Menken uses the Fortnight Loop inside 1:1 Mentoring, a 6-month programme at AUD $1,500 per month ex GST, to turn customer-profile pricing into one written decision: the billable unit, the price logic, a review date and a line on the scorecard. In a composite example, a software founder priced on seats while heavier customers stored more profiles. You leave with a one-page pricing decision and the next renewal to test it in.

## The pricing question that never closes

- You keep reopening the same pricing decision.
- You are waiting for certainty before you change the price.
- The team is waiting for an answer before the next renewal.

**THE MOMENT:** The monthly cloud bill arrives and it is higher again. Your heaviest customers store far more customer profiles than your lightest, and they pay the same per seat. You have explained the cost problem on three sales calls this quarter. Each time you left the price where it was, because every change felt too hard to test. The decision is back on your list for another month.

### THE PRICING, AS IT STANDS

- Billable unit: seats
- Cost driver: stored customer profiles
- Heaviest customers: the same price per seat
- The decision: reopened every month
- Review date: none

## Explain the cost problem, keep the price

The founder explained the cost problem in sales calls. Customers nodded, some even agreed it was fair, and the price stayed on seats. Every change felt too hard to test: which customers would leave, what to say at renewal, what if the number was wrong. So the decision stayed open, the cloud bill kept rising with the heaviest accounts, and the founder carried the same question into another month.

## The billable unit was invisible to the customer

Ivanka noticed that the customer never saw the thing that drove the cost. The founder’s cloud bill moved with stored customer profiles. The customer’s price moved with seats. So every explanation asked the customer to care about a number they could not see, and every price change looked arbitrary. What was missing was the unit, not the nerve to change the price.

## Not the cloud price. A missing unit, and an unnamed delay.

The real issue was not the price of cloud storage. It was the missing customer-visible unit. Once the price is set on stored customer profiles, the customer can see what they are paying for, and your cost and your price move together.
The decision was rarely unclear. The cost of delay had not been named. Each month on seats meant another renewal at a price that did not cover the heaviest accounts. The Fortnight Loop made that one pricing decision testable: one unit, one smallest reversible step, one date to check it.

> The decision is rarely unclear; the cost of delay has not been named.

**The cost of staying stuck:** Delay keeps the team in limbo and the founder carrying the same decision. Sales cannot quote with confidence, and each renewal locks in another year on the old unit.

## The tool: Fortnight Loop

The Fortnight Loop is the rhythm at the centre of 1:1 Mentoring: one decision a fortnight, worked through four steps, the one thing, the numbers, the story and the commitment. For a software price, the one thing is the billable unit, and the commitment is a written decision with a review date.

It is a one-page pricing decision memo: the decision, the options, the cost of waiting, the smallest reversible step and the review date. One line goes on the monthly scorecard, so the decision gets checked instead of reopened.

It replaces explaining the cost problem on sales calls while the price stays put, waiting for certainty before any change, and a pricing question that comes back every month.

### What goes on the page

1. The one thing: the billable unit, seats or stored customer profiles
2. The numbers: cloud cost per customer, against what each one pays
3. The story: why every change felt too hard to test
4. The commitment: one written decision and a review date
5. The smallest step: the new explanation, tried in the next renewal
6. The check: one line on the monthly scorecard

It sits at the centre of 1:1 Mentoring, with the monthly Money-and-Clarity Scorecard beside it. Ivanka does not set your price or model your costs; you make the decision and she keeps you to it. There is no separate checkout.

## One decision memo, one renewal

In an example session, Ivanka named the decision with the founder: what to charge on. She laid out the options, seats, a flat fee or stored customer profiles, and asked what waiting another month would cost. Then she asked for the smallest reversible step. The founder wrote a one-page decision memo: the billable unit, the price logic, a review date and the scorecard line. Before the next session, the founder drafted the new explanation for the next renewal.

### The questions

- What is the decision, in one sentence?
- What are the real options?
- What does waiting another month cost?
- What is the smallest step you could undo?
- When will you check it, and on which line?

### THE FOUR-STEP LOOP

1. The one thing: What to charge on: seats or customer profiles.
2. The numbers: Cloud cost per customer, against what each one pays.
3. The story: Why every price change felt too hard to test.
4. The commitment: The decision memo, and the renewal to test it in.

Before the next session, the founder wrote the renewal explanation around stored customer profiles and put the review date in the calendar.

## One decision made, and a way to make the next

By month 6, one pricing decision is made, written down and reviewed, and the next decision has a repeatable process.

**BEFORE**

- The price moved with seats.
- The cost moved with customer profiles.
- The decision reopened every month.
- No date to check anything.

**BY MONTH 6**

- A billable unit the customer can see.
- A written decision with its price logic.
- A review date and a line on the scorecard.
- The Fortnight Loop ready for the next decision.

The programme is the container: 12 fortnightly 60-minute sessions, a monthly scorecard, and reviews at month 3 and month 6.

## Your next renewal is the test

Ivanka Menken built 1:1 Mentoring for founders of $500K to $3M businesses, and every session runs on the Fortnight Loop. She asks which decision is really yours, and keeps you to the one you write down.
If you have explained the same cost problem more than once and the price has not moved, the decision in front of you is the unit. Name it, and pick the renewal where you will try it.

> During our sessions Ivanka isn’t just talking theory. She is sharing her own lived experiences.
>
> Business owner

## Who fits, and who does not

### It fits

- You run a software or subscription business whose costs grow with customer usage.
- Your price is set on seats or a flat fee.
- You keep reopening the same pricing decision.
- You will write the decision down and test it in a real renewal.

### It does not fit

- You want accounting or financial advice.
- You want a done-for-you fix or someone to set your price.
- You want a pricing model built for you.
- Your costs do not move with customer usage.

### Investment

**AUD $1,500 per month ex GST, 6 months.** The Fortnight Loop is part of 1:1 Mentoring, a 6-month programme at AUD $1,500 per month ex GST. It is not sold separately.

Included:

- 12 fortnightly 60-minute sessions
- A monthly one-page scorecard
- Reviews at month 3 and month 6
- The Fortnight Loop for each decision

Three founding places in total, shared across 1:1 Mentoring and its three focus programmes, are available at A$1,000 a month, in return for honest monthly feedback and a testimonial, which can be anonymous.

- [Join 1:1 Mentoring, AUD $1,500/mo, 6 months](/mentoring)
- [Book a 20-minute intro call](https://theartofservice.zohobookings.com.au/?utm_source=ivankamenken&utm_medium=showcase&utm_campaign=usage-pricing-customer-profiles#/15606000001356030)
- [See the 1:1 Mentoring programme](https://ivankamenken.com/mentoring)

## Questions about Fortnight Loop

### What pricing decision do I start with?

Start with the billable unit: what the customer pays for. If your cost moves with stored customer profiles and your price moves with seats, that is the decision. Ivanka Menken names it with you in one session of 1:1 Mentoring, 6 months at AUD $1,500 per month ex GST, then writes the options and the cost of waiting beside it.

### What if I choose the wrong unit?

Then the review date catches it. The decision memo sets a date and one line on the scorecard, so a wrong unit shows up within a renewal or two, not a year later. Ivanka Menken builds that check into 1:1 Mentoring, 6 months at AUD $1,500 per month ex GST. It is coaching, not accounting or financial advice.

### How do I make a price change reversible?

Test the explanation before you move every customer. Try the customer-profile wording in one renewal, keep the old price as the fallback for that customer, and decide at the review date. Small, dated and written down is what makes it undoable. Ivanka Menken works out the smallest step with you inside 1:1 Mentoring, 6 months at AUD $1,500 per month ex GST.

### What happens after the next renewal?

You read what happened at the review date: what the customer said, whether the unit made sense to them, and what the scorecard line shows. Then you keep the decision, adjust it or reverse it, and the Fortnight Loop moves to the next one. Ivanka Menken runs that review inside 1:1 Mentoring, 6 months at AUD $1,500 per month ex GST.


## Name the unit before the next renewal

If your pricing decision keeps coming back, start with 1:1 Mentoring. The Fortnight Loop is inside it, and the 20-minute intro call is where you can see whether the programme fits.

- [Join 1:1 Mentoring, AUD $1,500/mo, 6 months](/mentoring)
- [Book a 20-minute intro call](https://theartofservice.zohobookings.com.au/?utm_source=ivankamenken&utm_medium=showcase&utm_campaign=usage-pricing-customer-profiles#/15606000001356030)
- [See the 1:1 Mentoring programme](https://ivankamenken.com/mentoring)
- [The Fortnight Loop](https://ivankamenken.com/mentoring#fortnight-loop)
- [The Money-and-Clarity Scorecard](https://ivankamenken.com/mentoring#scorecard)
- [Price from the unit that drives the cost](https://ivankamenken.com/price-by-dumpsters)
- [Test a low-risk first month](https://ivankamenken.com/first-month-test)

- Every way to work with Ivanka: https://ivankamenken.com/work-with-ivanka